Birds and Cave Dewellers

Last night, after dinner, I walked out of the house to take the bag of veggie and fruit trimmings out to the compost pile in back of the garden.

A bird caught my attention when it flew from the top of the birch tree out over the pond, making a sound that I didn't recognize. I looked carefully and realized it was a Kingfisher. We do see them from time to time, but not often. What a treat for a Saturday night.

As I meandered back from dumping the garbage, I starting thinking about how I might have missed this wonderful bird if I had left the compost pile task until morning. It was sort of like being a cave dweller - that person that never leaves their office or cubicle. They miss opportunities that are out there just waiting for them.

So this week -- get out and see what's just hanging around waiting for your discovery. Then come back here and comment, letting us all know about what you found.

Where Does the Time Go?

I have not had time to write this past week because I was busy getting ready for a preview for the fall Certified Networker class in Archbold and also my friend, Marcia Housel and her husband, Gary, came to visit. Marcia will undergo surgery Monday, September 8 for her ovarian cancer. Some of you remember that I drove out to their house this summer to spend a week.

As she was leaving this morning, she said, "Why can't you live 500 miles closer?" Well, I don't, but that doesn't mean that I must only visit once per year. I'm thinking that I might just turn the yellow Mini east around the first of November to go back out to visit. She will have recovered from this major surgery, although she'll still be getting chemo at that point.

One thing we did while she was here was to shop.

Now this is really funny, because neither of us are shoppers. But I went to see a line of clothing that my friend Sharon Slusarski now represents at the local Macy's. I wanted to see what it looked like so I could refer people to her. We did that, but Marcia mentioned in passing that she might need a suit.

We found a beautiful suit, that needed only alternations in the slacks. It was on sale too, so even better. Then we scoured the store for other tops that she might pair with the trousers when she didn't want to wear the jacket. I just kept picking up top after top and then we retired to the dressing room as a team. I'd put the top over her head (still bald and beautiful) and while she was "arranging it," I'd hang up the previous piece.

She ended up with three other tops including we loved that was something that she would have never tried on without me insisting!

The other fond memory of this visit, was the "re-painting" of the butterfly on the side of her head. We originally did it with henna when I visited her, but of course over time it wears off. Unfortunately, this time it didn't take and we think it might be because the henna was old or we didn't do the second step, which was the dabbing on of a lemon juice/sugar concoction. Marcia's daughter Nancy, will have to do the honors when she visits her mom tomorrow before surgery. Heck, we should have just gotten a real tattoo for her!

So for all you out there who don't know Marcia, just send her good vibes anyway.

That will make me happy.

Don't Ask, Do Tell

In the last several weeks I have been involved with "convincing" people to take on volunteer positions.

This week I had a conversation with someone else who is in the same mode. She is frustrated. I am not.

We talked about it.

She was making no headway. Everyone is saying no.

And that's where we differ.

I don't ask.

I recruit the perfect person for the position. I also let the individual know what qualities and talents they have that will allow her to do a superb job. Additionally, each position has the potential for career development and I go over that with her. At the completion of my conversation it is very likely that the person accepts. Happily.

My friend and I are trying to accomplish the same thing, but going about it in two different ways.

She asks -- I recruit.

I don't know about you, but I like to be successful and I also like to help others grow and develop. It's a win for everyone involved.

If you could recruit a famous person for a position in an organization with which you are involved, who would it be and what attributes would you tell them they have that would make them successful?

WiN Meeting - Thursday, September 4th

Hello Ladies!

Our September meeting is next week. Full Details below. Please let me know if you will be attending and pass along to anyone you think might be interested.

Warm regards,
Heather Chapman

"She Can't Refer Me..... Sob!"

This week I got a great question from Sharon Czarny who owns the Czarny Insurance Agency.

She explained that a good friend (we'll call her Susie) of hers who owns a large business in town, does not place her business health insurance with Sharon. Sharon does not fault Susie, knowing that the previous provider has a longer standing relationship.

But Sharon was insistent that Susie would not be able to refer business because of course, "Susie does not know the benefits I (Sharon) would provide."

I disagreed totally with her.

My questions to Sharon were, "Does Susie know who you are? Does she know the type of person you are. Are you referable?" Of course the answers to all three queries were a resounding yes!

"Then," I said, "There is every reason for Susie to refer you. She knows how you'll act with her clients and friends."

As I was driving home from this meeting in my little yellow Mini, I reflected even more on this age-old question. Then at the red light, waiting to turn left, I had an aha moment!

When a prospect says the word yes and decides to become your client, they are basing this yes on perceived future performance. That perception is based on your personality, references from others, your performance to date and a lot of hunch. They really have no idea of how it is going to be as your customer, because they have not experienced that yet.

It is the same with a referral source. They do not always have to be a client to have the hunch that you will make them look good.

There! Simple. But I'd never put it into words before.

What aha moment have you had this week?

Not a Prospect!

The most difficult concept for networkers to embrace is to stop looking at everyone they meet as a prospect.

Traditional sales training has hard-wired most sales people to sell, sell, sell.

It can be annoying to be at the receiving end.

Instead, business people who get it realize that while a person they meet may not need or want their services, they may in fact be a great referral source. But if you only sell to them, they won't realize how they could help. They'll be too busy running away from you.

Don't ruin future referral relationships. Think of how you can help them and in turn, how they can return the favor. Even though they don't buy from you, they may bring several sales to your table.

What's your take on this?

Lack of Training Means Lack of Sales

Yesterday, I met with a wonderful young woman who is new to her company. She shall remain nameless.

She and I spent a little over an hour together. At the end of the time, she said that I had helped her to better understand her job in sales. She was feeling scattered and unfocused before the talk. She felt like she was spinning her wheels.

Now she understands how to focus on a specific market or target. It will help her to feel like she has some control She will know where to go rather than driving aimlessly around wasting gas.

And guess what she also said? She said, "I know all this as I was a marketing major in college. But I just didn't know how to apply the theory."

For company personnel out there who are hiring new, young, unseasoned sales people; be honest with yourself. If you don't really know how to give your new sales people the training that will jump start their sales career (and that doesn't mean making 50 cold calls a day) get someone else to help. Not doing so wastes a resource and probably means that you will be training (or not) over and over again. From your point of view, $500 - $1000 spent on training probably means
ten times that on your bottom line.

Tell us your story. What was the absolute worst company training you received and conversely what was the best? Let's shine a spotlight on the companies that do it right!